Sales Training

These seven popular myths – which are allegedly the most effective ways to sell and market to prospects – just might be leading you astray when it comes to developing and delivering your messaging. Discovering the truth behind these myths, and embracing their alternatives, will convince your customers to say “Yes” to change and “Yes”…

The job of the first-line sales manager can be chaotic and reactive. Moving from meetings to conference calls to customer visits, even the best sales leaders struggle to balance their daily management responsibilities with the need to develop their teams.…

You can’t teach personality, but you can teach skills. What’s more, you can measure skills and you can measure the degree to which they improve. Selling, of course, involves a number of skills. The question is, which skills should you teach?…

A great performance appraisal motivates your reps and creates an empowered work environment that contributes to the success of your company and team.
You want your sales team to be successful, happy and motivated, even after delivering sometimes tough-to-hear news. So how do you give constructive, meaningful feedback without damaging the delicate balance that is employee…

People often present in ways that make it easy for others to ignore them and discredit their ideas. The truth is what you say and how you say it can mean the difference between being insignificant and influential.…

It’s challenging enough just getting salespeople in front of executive decision-makers. Once you win that access, you can’t afford to squander the opportunity by clinging to conventional wisdom about selling to the C-suite. To sell to executives, you have to think and sound like them. Read our new eBook to find out how.…

Is your sales manager training generating the results you expect? How about the results that executive leadership expects? For many organizations, the investment in sales management training is not paying off.…

Sales training professionals have long suffered with the frustrating reality that reps tend to forget most of the information they learn in a matter of days. What we’ve come to understand is that to claim success with any training initiative, sales reps must be able to fully encode new information into long-term memory and subsequently…

There are three consistent characteristics often found within top performing sales teams.
Firstly, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. And lastly, their frontline managers are skilled…

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and solutions to help you implement a successful sales training program:…